Sales strategy
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Transcript of Sales strategy
Are we in the right business?Digital signage industry growing with a CAGR of 26 percent worldwide
Predicted to have more than 22 millions digital sign by 2015
UAE marketing is projected to grow at a CAGR of 23% from 2014-2019
Global digital signage market is expected to touch $20.03 billion by 2020
Target Market
Market Share
Retail
Entertainment
Corporate
Hospitality
Healthcare
Banking
Transportation
Education
Customer pain points• Shopper experience• Upsell ,Cross sell• Drive inventory turn• Personalize Customer
Experience• Promote sales/merchandize
effectively
Retail
• Patient experience• Medical Advice• Ambience: Entertain while
waiting• AD revenue• HOSPITALS: Direction/Way
finding Emergency alerts
Healthcare
• Enhance customer reception• Updates on meeting and
events• Drive traffic to facilities• Menu boards• Security• Simplify Directions
Hospitality
•Travellers Updates•Weather news•Security Monitoring•Emergency Alerts•Way finding•Advertising
Transportation
•Student experience•Campus schedules•Security Paging•Weather news•Direction/Way finding Emergency alerts
Education
•Tenant Experience•Menu boards(Cafeteria)•News/Weather•Ad Revenue•Emergency Alerts•Simplify Directions
Corporate
4 pillar of sales
• Providing solutions isn’t enough to sell the products things like value and impact on bottom line should be addressed properly
• Understand the needs of various decision makers and prepare accordingly to satisfy their specific needs
• Educating the prospecting clients or defining that how it will help their business to grow and perform exceptionally
• Understanding the pain points and specific needs of the customers is the basic need to sell the solutions effectively
Knowledge Awareness
ROIWIFM
Mapping the needs with the solutions
The deal size can be increased by selling the various applications of the same technology for different purpose to the same client
ReceptionDigital Signage
Way finding Interactive Screen Kiosks Guest Welcome
Menu Boards Mobile Interaction
Mapping needs of decision makers
• Performance • Reliability• Integration• Upgradeability• Easy to Administer
• Initial Cost• Ongoing Cot• Savings • Revenue Potential• Overall ROI
• Overall Support to business
• ROI• Reliability • Scalability
• Speed• Availability• Customization• Personalization• Measurement
Sales and Marketing
Board of Directors
ITFinance
• More Sales• More Customers• More Higher Margin Sales• More sales per customer• More Productivity from sales
associate• More sales per Location
Business Objectives
• High Cost of Marketing• Competitive Advantage• Understanding mindshare of
customers• Lacking brand differentiation• Poor understanding of
products• Tailoring message to
demographics
Business Issues
• Enhancing Customer Experience
• Branding at lower cost• Fewer inventory writeo ffs• More demonstrated
instances of cross selling• Low rates of shop lifting,
security issues• More Opportunities for
personalized messages
Business Value
Mapping solutions with Business concerns
Value addition to the businesses
Talk Values
Replace Posters
Ambience
Customer
Support
Targeted Promoti
ons
Product Demonstrations
Personalizing
Experiences
Employee
Communication
Advertising
Monitor Operatio
n
Branding
Employee
Communications
We should be prepared to talk about the value additions which the solutions would be providing to the clients to enhance their business and help them to grow
Explain each points that how the solutions are going to help them in various business processes and improve the customer experience and the quality of services
Positioning of products
Product Segment
Basic Mainstream High Demand
Star
ter S
oluti
on
Plug and play package, Single Player ScreensNo Audience AnalyticsNo in-house technical support neededOption to growContent : No real time vide feeds, Still images
Keep
Gro
win
g S ingle Player and Multiplayer ScreensAudience AnalyticsTouchscreen input/mobile device integrationOption to expandContent : HD videos blended with real time feeds
Com
petiti
ve E
dge Multiple player,
Multiple DisplaysProven reliability, Proven PerformanceTouchscreens, Mobile , GesturesInvestment ProtectionContent : Extensive blending with real time feed
Business Development :Sales Perspective
• Generating leads through different channel on online and offline platforms
• Dedicated telesales team to keep knocking the customers and emphasizing to convert them
Acquiring new customers
• Regular product updating and new product launch to cater to the new markets
• Concentrating on converting the client after getting shortlisted
Increasing Market Share
• Working on how to increase the deal size by means of clubbing up the products and services
• Gaining competitive advantage by providing cost effective solutionsPricing
• Regularly engaging the key personals in related activities• Keep doing marketing activities and demos at client locations
Building Client Loyalty
Business Development :Marketing Perspective
Using publishing platform Pulse to publish articles increase the visibility of the organization against search. Complete information of the previous assignments add multiple positive points for the
organization
Facebook and Twitter are bit more conversational medium so these can be used as 2-way communication channels. For example: On Twitter fortnightly/monthly tweet-chat with experts on
relevant topics can be done which will add value to the audience.
Searching for relevant questions on Quora and answering them will help the customers to clear their doubts and also increase the credibility of the organization.
Regular useful articles on blog, but again instead of writing them as one person/company, motivate employees to showcase their knowledge/expertise via articles. This will also give them recognition and showcase that your team is an expert on the topic.
Creating case study, best practices etc. decks and uploading on Slide share. This will showcase the activeness and expertise of the companies
You tube can also be used to market the product and the assignment done with the previous clients very effectively.
Hitting the right point : Cracking the deal
Creating a matching between the solutions and the capabilities it will deliver to the solve the problems of the clients
Defining that how the customer’s world would be after investing in our solutions
Mapping the emotional buying decision with the logical reasons
Emotional Buying BehaviorPeople get emotional when they get a solution to satisfy their needs which motivate the change
Logical ReasonsWhen we find out a solution as per our need we develop a rationale to justify the investment
So hitting the customer at the right point by providing a logical basis for motivating the change would definitely help to close the sales deal